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Problem
Have your
Dried up?
or this?
the
Solution
think
dif erent
www.flickr.com/photos/12023825@N04/2898021822
OLD THINKING
X
NEW WORLD
=
FAIL
Decision
Drivers
19
Always be Prospecting
Question 1:
Research found:
Sales Attitude
Get
(Make A Difference)
Always be Prospecting
Question 2:
Always be Prospecting
Qualification
Proposal
Negotiation
Close
Time
Prospects
Conversion Rate
P = Number of prospects
P x CR = SALES
CR = Conversion Rate
10
33%
(Typically 25%-50%)
P x CR = SALES
S=3
Example 1
10
40% *
P x CR = SALES
S=4
*Requires considerable effort. Not easily sustainable
Example 2
20 *
33%
P x CR = SALES
S=6
*Requires less effort. Is sustainable
Example 3
Eighty percent
of success is
showing up.
- Woody Allen
Always be Prospecting
Question 3:
Manage ambiguity
3
source: www.corporatevisions.com
They Educate
They Inspire
Products
Services
Customer
Experience
Options Preference
Procedure Preference
Recommended reading
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com